The importance of seeing sunk costs

As Seth Godin has reminded us, the value of your eclipse sunglasses as of today is zero. Not almost zero. Absolutely zero.  Sunk costs, in economic terms, is money that was spent in the past on projects/people/systems/software/materials/etc. that are no longer needed or have much faster/better/cheaper alternatives on the marketplace. It is money that was spent Read More…

The ifs and the thens

  IF … … your top account closes … your three leading brands move to another distributor. … your top import portfolio goes out of business. … your top salespeople or managers quit. … a recession hits and everybody suddenly buys less wine. … you get fired, or leave a job where you are not Read More…

Old topic, fresh discussion

In seems that sales people in the wine business are very good at finding ruts and sticking to them. We find the pattern of talking about a particular place, style, or wine brand (especially if we have been selling it for years). Same stories, same analogies, same ways of saying the same sales pitch year after year. We are all Read More…